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 20180 - Complete 2012 AALTCI Conference DVD-ROM -All sessions PowerPoint Synchronized with Audio - Plus MP3 files
[DVD-ROM]
$390.00   

Take the conference home with the Complete Conference Package on DVD-ROM !

This interactive multimedia DVD-ROM features All sessions live Audio Synchronized with PowerPoint slides from the 2012 10th LONG TERM CARE INSURANCE PRODUCERS SUMMIT! Watch the slides while listening to the synchronized audio, exactly as is happened live. This package allows you to review presentation materials and is a lasting valuable resource. All presentations in Windows Media Video format.

BONUS: Also includes MP3 audio recordings of all sessions recorded. Listen on your computer or fill your iPod or favorite MP3 player with all the live audio from every session.






INCLUDES ALL OF THESE PRESENTATIONS FROM THE CONFERENCE:

Item Presentations
LTC1001 Fast Start Strategies: Make Your First 2 Years Selling LTCi More Successful Than You Imagine

An ideal session for the newer producer. Hear the strategies that will help you not just be successful … but be more successful finding more LTC insurance prospects and closing more sales than you imagine. Practical ideas you can implement.

Angie Hughes, Long Term Care Marketing Manager, ProducersXL, Salina KS
LTC1002 A Solution To “Can’t Qualify” - “Can’t Afford” - or “Application Declined!”

Discover how any of these situations can still result in a client benefit – by selling a diagnosis-based cash benefit plan. The perfect option or alternative for individuals who have no place to go. Hear how to begin the conversation and make the sale.

Larry Moore, Director of Sales and Marketing, American Independent Marketing, Yakima, WA
LTC1003 Selling Your Book of LTC Insurance Business: Is Now The Right Time? Build It To Sell Tomorrow

Find out how to use tour block of business to fund capital growth in your business or current expenditures. But is now the right time? In today's turbulent industry environment, explore how to transfer the risk of uncertain future commission payments for liquidity now.

Deborah Skiff, Chief Marketing Officer, LTC Global, Inc., Novato, CA
LTC1004 Advanced Tax and Planning Concepts That Address LTC Needs (& Generate Referrals)

One of the nation's top Advanced Planning and Legal experts shares concepts using life insurance and LTC insurance policies to protect those with MS and other uninsurable health issues. Great tax and planning ideas to know and share with referral sources.

Stephen Alloy, J.D., MBA, Advanced Markets Specialist, Mutual of Omaha, Omaha, NE
LTC1005 Baby LTCi’ The Antidote To Sticker Shock; A Worthwhile Addition To Your Product Portfolio

Discover how the market for affordable short term recovery care can be used to fill the gap in coverage and address 'sticker shock' among today's prospects. Let us show how you don't have to walk out the door without a sale.

Dave Peters, Sales Director, Medico Insurance Company, Omaha, NE
LTC1006 How To Find Hundreds of Thousand of Dollars To Pay For Long-Term Care

Let Phyllis Shelton share how a life settlement yielded $308,000 of money for the client and a $50,000 commission. A session that will save you months of trial and error when you do your first life settlement and give you a clear checklist to follow

Phyllis Shelton, President, LTC Consultants, Hendersonville, TN
LTC1007 After The Executive Carve Out Is Done, Take A More Profitable Approach To The Voluntary Market

If you want higher closing percentages when dealing in the voluntary marketplace, come hear about a different approach that works in conjunction with the traditional executive carve out sale. One where 20% participation rates are common!

Bill Judge, President, Open Benefit Solutions LLC, Richmond, VA & San Diego, CA
LTC1008 Optional Lunch-hour Session –Building A Successful Referral-Based LTCi Practice - (No Slides, Audio Only - MP3)

Our panel of highly successful LTCi producers successfully generate referrals from benefits brokers, life insurance and financial planners and advisors, annuity producers. How to build a local alliance of senior and caregiver organizations.

Susie Caspar, Caspar Long Term Care Planning, Dover, MA - Selling LTCi for 10 years
Barbara Franklin, Franklin & Associates, Charleston, SC - Selling LTCi for 22 years
Phil Grossman, President, Long Term Care Options, Inc., Scottsdale, AZ - Selling LTCi for 16 years
Barbara Hanson, Barbara Hanson & Associates, Felton, CA - Selling LTCi for 17 years
Ed Jette, National Director, Worksite Solutions, Long-Term Care Financial Partners Boston, MA, Selling LTCi for 21 years
Rich Kupetsky, Senior Vice President Capitas LTC, San Diego, CA - Selling LTCi for 25 years
Honey Leveen, Honey Leveen LTC, Houston, TX - Selling LTCi for 22 years
Jerry Manning, J. Manning & Associates, Chicago, IL - Selling LTCi for 5 years
Brad Tisdale, Director of Risk Management, Mission Wealth Management, Santa Barbara, CA - Selling LTCi for 16 years
LTC1009 Lunch-hour Session – Underwriting Execs Talk Trends & Ways To Place More Sales - (No Slides, Audio Only - MP3)

Directors of Underwriting units from leading LTC insurers address today's environment – trends that may impact tomorrow's sales. Then they answer your questions. This is your opportunity to hear the differences from leading insurers together at one time.

Genworth Financial – Amy Chambers, Underwriting Manager, LTC Underwriting, Genworth Financial, Manhattan Beach, CA
John Hancock – Steve Ramczyk, Director, LTC Underwriting, John Hancock, Milwauklee, WI
Mutual of Omaha – Corey Aldy, LTC Underwriting Manager, Mutual of Omaha, Omaha, NE
Transamerica – David Swaim,, Director of Underwriting, Transamerica, Dallas, TX
Moderator: Scott Boyd, Vice President, LTCTNBC, West Des Moines, IA
LTC1010 Everyone Wants LTC Insurance If They Don’t Have To Pay For It

Linked-Benefit (LB) product sales continue to grow setting new sales records every year – and dozens of new players are coming on board. Discover when and why you can't make a LB sale. What is the best way to frame the issue so you do make the sale. How to successfully market and sell a meaningful LTC solution that they don't have to pay for.

Session Leader: Gene Pastula, President, Westland Financial Services, Inc., San Diego, CA
Steve Cain, Executive Vice President, National Sales Leader, LTCI Partners, Lake Forest, IL
Doug Burkle, Linked Benefit Product Development Leader, Genworth, Richmond, VA
LTC1011 Why Are Rates Increasing And When Will It Stop?

Will LTC insurance inevitably be too costly for people to afford? Will premium increases on existing policies ever stop? How can rate increases of 40-to-90 percent possibly be justified. What's going on … why … and when (if ever) will it stop? We've invited this former head of a LTC insurance company (now an independent actuarial consultant) known for being direct and forthright to address the topic no one else wants to handle.

Ross Bagshaw, Principal, DaVinci Consulting Group, Yardley, PA
LTC1012 Cracking The Toughest Market: Those With No Prior (LTC) Experience

Market expansion depends on compelling consumers with no prior experience to purchase. Discover messaging that works … and understand how to deliver the right message to the right person. Leave understanding what long-term care insurance actually does … and you'll be ready to crack what most call the "toughest market."

Harley Gordon, Esq., President, Corporation for Long-Term Care Certification, Newton, MA
LTC1013 Understanding Linked-Benefit Life Insurance & How To Position For Sales

LTC insurance professionals resist adding Linked-Benefit products to their portfolio of solutions, losing sales to financial advisors who know a mere fraction of the LTCi story. Discover why these products make sense to consumers; how to make a sales presentation that is more effective with over half of your prospects.

Session Leader: Gene Pastula, President, Westland Financial Services, Inc., San Diego, CA
Steve Cain, Executive Vice President, National Sales Leader, LTCI Partners, Lake Forest, IL
Doug Burkle, Linked Benefit Product Development Leader, Genworth, Richmond, VA
LTC1014 5% Compound Growth: Is 5% Growth ‘DOA’ Or Is It The ‘Only Option To Sell’?

Have you abandoned selling the 5% inflation growth option? Want to know why some believe 5% or Level CPI are the only protection options to offer? Experts examine and debate the pros and cons of inflation options and share selling strategies to help you present the 5% value proposition in light of the added cost.

Claude Thau, Target Insurance Services, Overland Park, KS
Tom Riekse, Jr., Managing Principal, LTCI Partners, Lake Forest, IL
LTC1015 How To Sell To The Truly Wealthy? Recruit Their Centers of Influence!

Tired of being a lead junkie? Discover proven strategies that are effective in building alliances with centers of influence (COI). Innovative ideas on positioning yourself as a professional who earns the right to "sit at the table". Messaging that is consistent with COI culture … and ways to deliver that message in a manner that compels the COI to use your services.

Bill Comfort, Principal, Comfort Assurance Group LLC, St. Louis, MO
Betty Doll, Principal, Doll & Associates, Asheville, NC
LTC1016 Focus FORWARD - (No Slides, Audio Only - MP3)

Focus FORWARD
Denise Gott, National Sales Manager, LTC Financial Partners, Kirkland, WA

Focus FORWARD: Marketing The New & Improved LTC Solution to Expand Market Penetration
Jesse Slome, Executive Director, American Association for Long-Term Care Insurance, Westlake Village, CA
LTC1017 Selling LTCi Over The Phone And Internet – Beginners Guide To Getting Started - (No Slides, Audio Only - MP3)

Selling in your pajamas may sound like fun, but few know where to begin or what it takes to be successful. This session is for those starting out … or those who'd like to start converting leads and prospects into closed sales over the phone and Internet. Lots of dos and don'ts from successful LTCi who've given up face-to-face selling in exchange for selling over the phone and Web.

Scott Olson, Owner, Choice LTC Insurance Services, Redlands, CA -- Best Year Phone Placed LTCi: Over $275,000
Curt Horowitz, President, LTC Connects, Seattle, WA -- Best Year Phone Placed LTCi: Over $340,000
Richard Horowitz, Webinar Sales Director at LTC Global / ACSIA -- Team production $7.8 million
Irena Nikolowa, Sales Manager, Online Sales, LTC Financial Partners, Kirkland, WA: Team production $1.3 million
Gail Steingold, Principal, Burling Insurance Group Long Term Care, Chicago, IL -- Best Year Phone Placed LTCi: $120,000
LTC1018 Tech Tools: The Latest New Tech Tools From Insurers To Fuel Your Success

We have invited LTC insurers to showcase their latest technology tools and to share what's on the drawing board.

Participating Insurers Include: John Hancock, Transamerica, LifeSecure and Genworth
Moderator: Angie Hughes, Long Term Care Marketing Manager, ProducersXL, Salina KS
LTC1019 Advanced Strategies for Selling LTCi Over The Phone And Internet - (No Slides, Audio Only - MP3)

You've tried … or are trying ... but something tells you there must be a better way. Is there better technology; better on-screen presentations to use; or lead management systems to increase your closure rate. Speakers will discuss advanced strategies. But most of the time will be dedicated to answering your questions. High-level coaching from the industry's best.

Scott Olson, Owner, Choice LTC Insurance Services, Redlands, CA -- 13 Years Selling LTCi Over The Phone / Internet
Curt Horowitz, President, LTC Connects, Seattle, WA -- 8 Years Selling LTCi Over The Phone / Internet
Richard Horowitz, Webinar Sales Director at LTC Global / ACSIA -- 5 Years Selling LTCi Over The Phone / Internet
Irena Nikolowa, Sales Mgr, Online Sales, LTC Financial Partners, Kirkland, WA: 4 Years Selling LTCi Over The Phone / Internet
Gail Steingold, Principal, Burling Insurance Group Long Term Care, Chicago, IL -- 13 Years Selling LTCi Over The Phone / Internet
LTC1020 Homecare Utilization Update: The Latest Data For Those With LTC Insurance

Three homecare experts share the latest data on how individuals with and without LTC insurance use home care services. How many days per week … hours per day … for what services? Valuable info to help explain how real claimants use their policy benefits.

Georjean Sweis, National Director of Private Duty, Addus HealkthCare, Inc., Chicago, IL
Elisabeth Evans Doiherty, Vice President, Homewatch CareGivers, Denver, CO
LTC1021 The New Key To Selling Multi-Life LTC Insurance Today!

What it really takes to get started or grow your multi-life sales. What proven success strategies are being used successfully by leading producers to get new prospects, convert leads into sales, exceed closure rates and generate referrals for increased individual and more small-group sales.

Session Leader: Joseph Pulitano, President, Advanced Resources Marketing, Allston, MA
Derek Miele, Director of Multi-Life Marketing, Advanced Resources Marketing, Allston, MA
Henrik Larsen, Director of Marketing, Advanced Resources Marketing, Allston, MA
LTC1022 What Are The Real Odds Your Buyer Will Use Their Policy?

Isn't this the one question you'd really like to answer? Now you can as one of the nation's top LTCi pricing and actuarial experts shares data from the latest Milliman study. Are the chances 1 out of 2 … 1 out of 3 … or 1 out of 10? Now you'll know (but only if you are there to hear). PLUS: A revealing look at the real data about how many people will really need LTCi!

Dawn Helwig, FSA, MAAA, Principal, Milliman, Inc., Chicago, IL
Al Schmitz, FAS, MAAA, Principal and Consulting Actuary, Milliman, Inc., Brookfield, WI
LTC1023 Sweating The Small Stuff -- Understanding Big Difference In A Contract’s Small Print

Contractual definitions can be significant at claims time. Experts explore the subtleties of Cash First, and Calendar Day EP versus 0-Day HC EP, Restoration of Benefits, Homemaker Services, Shared Care and renewal certification. It's the contractual definitions that will mean most … and the time your clients turn to what you sold them expecting benefits.

Claude Thau, Target Insurance Services, Overland Park, KS
LTC1024 How To Get Into The Association Business In 30 Days

There are plenty of Associations who have yet to offer a LTC insurance benefit to their members. Which are your best prospects? What proposal will generate the balance of revenue Associations seek and compensation for your efforts? How to successfully convert a membership list into policyholders using techniques honed by experts over years of practice.

Session Leader: Joseph Pulitano, President, Advanced Resources Marketing, Allston, MA
Henrik Larsen, Director of Marketing, Advanced Resources Marketing, Allston, MA
Robert Delorey, Senior Long-Term Care Specialist, Advanced Resources Marketing, Allston, MA
LTC1025 Sell Ours ! Linked Benefit Product Showcase – In-Depth Feature Comparison

There are important product differences between the various linked LTC benefit products available today. This will be the one place where each company gets to tout their competitive advantages … answer and address your questions. You need to know this before recommending products to prospects.

Zachary Brommer, MoneyGuard Specialist, Lincoln Financial Distributors, Santa Monica, CA
Douglas Burkle, Life & Linked Benefits Product Leader, Genworth Financial, Richmond, VA
Joe Hayes, Vice President, Sales, OneAmerica, Indianapolis, IN
Moderator: Gene Pastula, President, Westland Financial Services, Inc., San Diego, CA
LTC1026 Addressing 2 Top Issues: Are Claims Being Denied? Why Are Your Applicants Rejected?

Denied claims will continue to generate media attention … and that results in concern among your prospects and clients. The findings of two industry wide studies are more relevant than ever. The first looks at the accuracy of claim denials – giving you the ability to address the issue. The second is the first industry wide study profiling applicants rejected for coverage.
If knowledge is (sales) power … this session will give you know how not available elsewhere.

Denise Liston, Vice President, LifePlans, Waltham, MA
LTC1027A Profiles In Caring: The LTCi Industry Thought Leaders Roundtable- (No Slides, Audio Only - MP3)

Profiles In Caring
Bill Jones, President, MedAmerica Insurance Companies, Rochester, NY]

The LTCi Industry Thought Leaders Roundtable
LTCi career veterans – each with 20 or more years of industry experience – share their unique perspective on where the
industry is headed and what attendees can do to maximize success in an ever-changing world. Plus, your chance to pose
questions … make them good … your future depends on it!

Participants:
Joe Catalano, Senior VP LTC Distribution and Marketing, John Hancock, Milwaukee, WI [ 24 Year LTCi Veteran]
Peter Gelbwaks, Chairman, Gelbwaks Executive Marketing Corp., Plantation, FL [ 30 Year LTCi Veteran]
Bob Glowacki, Transamerica, Bedford, TX [ 27 Year LTCi Veteran]
Mark Goldberg, President, ACSIA, FL, [ 21 Year LTCi Veteran ]
Beth Ludden, Senior Vice President, Genworth Financial, Richmond, VA [ 25 Year Veteran]
Gene Schmidt, Chief Executive Officer, SIA Marketing, Bismarck, ND [36 Year LTCi Veteran]
Joseph Pulitano, President, Advanced Resources Marketing, Allston, MA [24 Year LTCi veteran]
Jim VonBruchhaeuser, Vice President, Sales and Marketing, MedAmerica, Rochester, NY , [ 40 Year LTCi Veteran ]
Moderators: Jesse Slome, AALTCI, Westlake Village, CA [ 30 Year LTCi Veteran]
LTC1027B A Session For LTCi Specialists: The Quest To Preserve Informal Care Benefits

Two of the industry's top LTCi experts focus on a topic often raised; how can an insurer satisfy consumers' wants for informal
care benefits while 'de-risking' the enormous potential liability. Understand the issue … and share your thoughts … so you can help
shape the future and better educate your clients and prospects.

Beth Ludden, Senior Vice President, Genworth Financial, Richmond, VA
Michael Gilbert, President, HireFamily, Waltham, MA
LTC1028 How Healthcare Reform & The New Economy Are Changing Homecare

State budget cuts, changes to Medicare and Medicaid are all impacting home care access and services provided. Understand the
impact and the current and future "gaps" and you'll have powerful messaging to discuss the value of owning LTC insurance.

Georjean Sweis, National Director of Private Duty, Addus HealkthCare, Inc., Chicago, IL
Elisabeth Evans Doiherty, Vice President, Homewatch CareGivers, Denver, CO
LTC1029 Using Google & LinkedIn To Generate Prospects

Do-it-yourself simple ways you can create an online presence for yourself and use Google and Linkedin to be seen by
prospects and establish a meaningful and necessary dialogue with clients. If you plan to be selling LTC insurance
in 3 to 5 years you'll need to recognize the world has gone online … and so must you!

Jesse Slome, Executive Director, American Association for Long-Term Care Insurance, Westlake Village, CA
LTC1030 Million Dollar Producers Share Their Top Secrets - (No Slides, Audio Only - MP3)

The last session of the 2012 Summit will feature producers who each have placed over $1 million of LTC insurance.
They'll share a few secrets of what they are doing TODAY to be successful and then they will stay to ANSWER YOUR QUESTIONS.
They won't leave until every question is addressed. Your access to the industry's best and brightest all on stage together!

Moderator: Jesse Slome, American Association for Long-Term Care Insurance, Westlake Village, CA
Panelists: Susie Caspar, Caspar Long Term Care Planning, Dover, MA - Over $3.0 million of placed LTCi
Gerard Goulet, Long Term Care Specialist,, Rochester, MN Over $1.2 million of placed LTCi
Phil Grossman, President, Long Term Care Options, Inc., Scottsdale, AZ Over $2.5 million of placed LTCi
Todd Grove, Ntl Dir, Worksite Solutions, LTC Financial Partners, Portland, ME $6.0 million of placed LTCi
Jody Hubbard, Jody Hubbard LTC Planning, Cardiff, CA Over $1.3 million of placed LTCi
Linda Jahnke, Capitas LTC, San Diego, CA Over $3.0 million of placed LTCi
Mary Ann DeKing, ACSIA, Darien, IL Over $1.0 million of placed LTCi

 






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